9780131868663

Negotiating Essentials Theory, Skills, and Practices

by ;
  • ISBN13:

    9780131868663

  • ISBN10:

    0131868667

  • Edition: 1st
  • Format: Paperback
  • Copyright: 12/30/2006
  • Publisher: Pearson

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Supplemental Materials

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  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
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Summary

For graduate or undergraduate upper-division courses in Negotiation, Conflict Resolution, or Labor Relations, which can be found in various departments such as business, law, education, engineering, psychology, and public administration. A major goal of the authors was to write a book that could be easily utilized in a variety of courses and would be universally appealing to students of all majors. To enhance the readability, they intentionally chose a "conversational writing style" rather than a traditional "textbook style" to engage students of various different backgrounds. The book has a lively and interesting approach and incorporates several unique features that focus on "real world" negotiation cases. These features include cartoons like the popularZitsseries, offering the reader a humorous but realistic viewpoint as well as many practical bargaining tactics and tips. All chapters include many boxed items and discussions of actual negotiations to illustrate major concepts and make them more accessible to students.

Table of Contents

An Introduction To Negotiation
The Negotiation Process: Four Stages
Distributive Bargaining
Integrative Bargaining
Gaining Leverage Through Power And Persuasion
Strategy
Impasse And Alternative Dispute Resolution (ADR)
Ethics, Fairness, And Trust In Negotiation
The Influence Of Culture And Gender On Negotiations
Closing The Deal
Table of Contents provided by Publisher. All Rights Reserved.

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